- Bachelor's degree
- 5+ years of responding to requests for proposals (e.g., determining requirements, matching requirements to technical approach and solutions, developing solutions against requirements) experience
- 10+ years leading pursuits for large and complex business opportunities in the public sector market
- Experience identifying, negotiating, and executing complex legal agreements
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
- Experience interpreting data and making business recommendations
- Experience identifying, pursuing, and winning IT contracts, especially with cloud requirements
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.
Shape the Future of Federal IT at AWS!
The Federal Civilian sales team is seeking a capture manager that can raise the bar for the team's ability to identify, pursue, and win opportunities that reinvent our federal customers’ relationship to their IT infrastructure. Join our dynamic team as we set new standards of excellence in the public sector technology market.
Capture managers are dedicated to boosting AWS's chances of winning competitive federal IT procurements with cloud solutions. You will prioritize our efforts on identifying, qualifying, and shaping key solicitations that have the potential for cloud adoption.
At the core of our approach is a deep understanding of our federal customers. You’ll strive to listen closely, comprehend our customers’ unique needs, and proactively identify how AWS cloud services can positively contribute to their mission outcomes. By doing so, you’ll aim to simplify the cloud procurement process and provide our customers with the best possible experience.
We believe that our AWS Partner Network is crucial to delivering the most effective cloud solutions to Federal agencies. As such, you will work closely with our partners, aligning AWS capabilities with their solutions to win federal business and accelerate cloud adoption.
Orchestrating the opportunity lifecycle internally is another key focus. You’ll collaborate across various internal teams to assess opportunities, prioritize resources, mitigate risks, and enable informed decision-making by our leadership.
To succeed in this position, you'll need:
- Hands-on experience leading complex deals worth $50M+
- Enthusiasm for putting customer outcomes first and delivering capture excellence
- Technical depth to collaborate effectively with solutions architects or obtain the AWS Solutions Architect Associate Certification
- Advanced knowledge of government acquisition regulations and procurement
- Familiarity with industry capture and proposal standards (e.g., Shipley)
- A track record of proposing innovative capture strategies
We're committed to setting you up for success. Your onboarding will include tailored training, a deep dive on AWS services, cloud go-to-market strategies, and broader Amazon business principles. You'll also be paired with a dedicated Launch Buddy to support your integration onto the team. At the end of your onboarding, you will complete a mock customer presentation to ensure you are ready to meet with customers and pass the AWS Certified Cloud Practitioner exam.
Beyond onboarding, we prioritize your long-term growth. You'll have access to ongoing training, upskilling opportunities, and the chance to take on increasingly complex and high-impact projects.
Key job responsibilities
- Lead the full lifecycle of high-value cloud opportunities at federal civilian agencies - from early identification to proposal submission
- Partner with customers and AWS Partners to develop a robust pipeline of medium and large-scale cloud projects
- Create winning bid strategies, compelling messaging, and innovative solutions that address agencies' IT and mission challenges
- Collaborate cross-functionally with a dedicated proposal team to deliver top-notch RFPs, RFIs, white papers, and more
- Drive process improvements to continuously expand and streamline our AWS pursuit capabilities in the federal market
About the team
Our team is composed of professionals with diverse backgrounds and experiences. We take pride in recruiting individuals with varied expertise and building a team culture that leverages everyone's unique strengths. Our team includes traditional systems integrator capture managers, business development executives, highly technical experts, former contracting officers, sales account managers, military veterans, and more.
As such, we seek out entrepreneurial individuals who can Think Big about our customers and deliver results in ambiguous environments. While former business development and capture experience is helpful, it is not critical to success on this team.
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.
Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why flexible work hours and arrangements are part of our culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
